Senior Manager, Pricing

Tines; United States; On-site; USD 140,000 - 210,000; Full time

Job summary

Tines is seeking a Senior Manager, Pricing to shape monetisation and pricing across our platform for enterprise customers. You will lead research into customer value, willingness to pay and market trends, and translate findings into actionable pricing models with cross-functional teams.

You will own the pricing strategy roadmap, work closely with Sales, Product and Finance to balance deal needs with the broader commercial model, and guide the organisation through pricing decisions that drive

Qualifications

• Deep commercial strategy experience in B2B SaaS.
• Experience creating monetisation or pricing strategy for complex sales.
• Strong deal judgement and cross-functional collaboration.
• Executive communication and business judgement.

Responsibilities

• Define monetisation, pricing and commercial strategy, linking product strategy to target customers and price architecture.
• Lead research into customer value, willingness to pay, buying behaviour, and market trends.
• Create monetisation options and model their impact for market testing and execution.
• Present evidence-based recommendations to the Pricing Steering Committee and secure approvals.
• Own the pricing roadmap and backlog, prioritising initiatives and deals as needed.
• Collaborate with Sales, Deal Desk, Product, Finance and RevOps to implement changes across quotes and systems.

Skills

Pricing strategy

B2B SaaS

Market research

Deal desk

Job description

Founded in 2018 with co-headquarters in Dublin and Boston, Tines powers some of the world\'s most important workflows. Our intelligent workflow platform applies AI, automation, and integration with human ingenuity to drive real business results.

Tines serves a diverse range of customers, from startups to public companies, including Canva, Databricks, Elastic, Kayak, Intercom, and McKesson. As an integrator across the entire tech stack, Tines is vendor-agnostic integrating with any API-enabled service. This flexibility enables our customers to achieve their highest-priority goals faster. And because Tines is secure and private by design, it\'s popular with security, IT, engineering, finance, and other security-focused teams.

At Tines, we\'re driven by our values of Simplicity, Speed, and Soundness. We\'re committed to delivering exceptional customer experiences while fostering a company culture that nurtures individual curiosity, growth, and integrity. We\'re excited about what\'s next, and we\'re looking for others to join us on our journey.

We are looking for a Senior Manager, Pricing

This role will research how customers perceive and realise value, identify the commercial models that best support our enterprise strategy, and translate that work into clear choices about how we package, price and sell our platform.

What You Will Be Doing

• Define Tines\' monetisation, pricing and commercial strategy, connecting company and product strategy to clear choices about target customers, value metrics, packaging, price architecture and commercial models.
• Lead research into customer value, willingness to pay, buying behaviour, competitive alternatives and market trends. Combine this with win/loss, usage, discounting and financial data to identify opportunities and pressure-test assumptions.
• Create and shape new monetisation and commercial approaches for Tines\' platform, products and capabilities. Develop options, model their customer and business impact, test them with the market and recommend a clear path forward.
• Turn research and analysis into evidence-based recommendations for the Pricing Steering Committee. Make the strategic choices, economics, customer implications, risks and trade-offs clear, secure approval and maintain a record of decisions.
• Own the pricing and commercial strategy roadmap and backlog. Establish a clear intake and prioritisation process, balancing foundational strategy, new monetisation opportunities, product launches and immediate deal needs.
• Work deal by deal with Sales and Deal Desk on strategic, complex and non-standard opportunities, shaping the offer, price architecture, commercial terms and give-get strategy while protecting the integrity of the wider commercial model.
• Partner with Deal Desk, Product Marketing, Product, Finance, RevOps and Enablement to implement approved changes across quoting, approval rules, systems, guidance, messaging, training and customer-facing materials.
• Measure the impact of monetisation, pricing and commercial decisions through indicators such as win rate, realised price, discounting, sales-cycle friction, package mix, adoption, expansion and renewal outcomes; use the learning to refine the strategy and roadmap.
• Build the pricing and commercial strategy function over time, including hiring and developing up to two team members, defining ways of working and creating a trusted internal centre of expertise.

What You Bring With You

• Deep commercial strategy experience in B2B SaaS, with a track record of researching markets and customer value, identifying monetisation opportunities and turning customer, market and financial evidence into clear strategic recommendations.
• Experience creating or materially shaping commercial models, monetisation approaches, packaging or pricing strategy for a complex, sales-led business. Direct pricing specialism is useful, but not required.
• Strong deal judgement. You can work with Sales and Deal Desk on strategic enterprise opportunities, understand the commercial trade-offs and balance the needs of an individual deal with the company\'s broader strategy.
• Strong research, analytical and commercial judgement. You can combine customer research, market evidence and financial or scenario modelling to form a point of view and make sound choices with imperfect data.
• Executive communication and influence. You can make complex commercial choices understandable, defend a point of view and help senio